Cold Calling Bootcamp with Mark Ackers & Katie Miles Cold Calling Bootcamp with Mark Ackers & Katie Miles
SIA Coaches
Sales Director
Refract
Account Executive
Outreach
  • Description
  • Course Syllabus
  • Coach Information
About this course

Learn how to improve the effectiveness of your cold calls in this highly practical and interactive course for SDRs and AEs. 

You will practice cold calling role plays for each stage of the cold call with your fellow learners, providing you with the skills you need to increase the number and quality of the meetings you book.

The course aims to increase your confidence with these key elements of cold calls: delivering the first 10-20 seconds, executing 'problem-centric' pitches, asking effective questions, handling objections, and closing calls.

You will complete activities in small groups to hone your craft, so come to class ready to participate!

This course was designed for SDRs and AEs who are doing cold outbound prospecting with a minimum of 6 months’ cold calling experience. For anyone with less experience, we recommend taking Outbound Prospecting first.
What impact this course will have
  • Overcome the anxieties of picking up the phone and feel confident in the first 10-20 seconds of a cold call
  • Craft and execute your own 'problem-centric' pitches relevant to your own company
  • Work with objections rather than trying to overcome them
  • Use 'small asks' in cold calls to make it easier for prospects to meet with you
  • Integrate the course framework to run entire cold calls with confidence
Course Syllabus
March 15 2022
1/4
Class 1 | Mindset, Battling Phone Anxieties and Nailing the Opening of a Cold Call

 

By the end of this class, you will be able to…

  • Understand the common reasons for cold call anxieties and how to overcome them
  • Know why cold calls often get shut down before they’ve even started 
  • Know how to execute ‘pattern interrupts’ to get more prospects allowing you to speak 
  • Deliver the first 10-20 seconds of a cold call with increased confidence
March 17 2022
2/4
Class 2 | Ditch the Product Pitch and Leading Your Cold Calls With Problems

 

By the end of this class, you will be able to…

  • Understand some of the common pitfalls of ‘product-centric’ cold calls and why they result in objections
  • Craft your cold call pitch into compelling and crisp problems which resonate with your prospect
  • Know the importance of tonality, pacing and emphasis on key language to make your pitches sound more compelling
  • Deliver ‘problem-centric’ cold call pitches with increased confidence
March 22 2022
3/4
Class 3 | Working With… Not Overcoming Objections

 

By the end of this class, you will be able to…

  • Know how to build intrigue and desire in the cold call through simple questioning
  • Understand why objections occur during a cold call and some of the common ones you are likely to hear
  • Know how to disarm prospects versus battling against them when you receive objections
  • Ask more effective questions in cold calls and work with objections with increased confidence
March 24 2022
4/4
Class 4 | Closing Cold Calls and Putting it all Together

 

By the end of this class, you will be able to…

  • Understand why prospects feel reluctant to book meetings from cold calls
  • Know how to use ‘clues’ and ‘small asks’ in your cold call scripts to make it easier for prospects to agree to meet with you
  • Put the entire end-to-end cold call framework together from all 4 classes
  • Run an entire cold call from start to finish with increased confidence
Coach Information
Sales Director
Refract
Mark started off in marketing, yet like many he fell into Sales and has been here ever since. Mark has spent his career in Outbound SaaS Sales, fine tuning his own abilities as well as coaching and leading his own team to be effective outbound seller...
Account Executive
Outreach
After starting as an SDR in SaaS, Katie got her appetite for prospecting and moved to Outreach where she was one of the first cohorts of SDR’s on the EMEA team. After a year of overperformance, she was promoted to Account Executive, where she conti...